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Preliminary Model Development of Client Orientation in Civil Engineering Businesses

By Christopher Nigel Preece and Hooman Abadi


ABSTRACT: As a key pillar underlining the marketing concept, client orientation is a philosophy in that an organization’s customers should be put in the centre of its activities; therefore, it is able to create superior value for them continuously. Competing in the rapidly changing and highly competitive marketplace, firms in civil engineering sector need to attain this. This paper analyses various elements which contribute to the achievement of client orientation in civil engineering by starting with a review of the competitive marketplace and the approaches that the civil engineering sector have been adopted to meet the new challenges, then definition of client orientation. In conclusion, the preliminary “C-O-N-S-T-R-U-C-T-S ” framework is proposed which aims to provide an outline approach to achieving client orientation in the civil engineering sector

Topics: Client Orientation, Construction, Marketing, Civil Engineering
Year: 2014
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